The Oslo Agreement (The Declaration of Principles)

STRENGTH

• Pepsi is a well-established co., so it has a good reputation in the market.

• Advertising of Pepsi is much more aggressive than Coke.

• Backed by huge promotion at national & international level.

• Lot of SGA’s provided in the market.

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WEAKNESS

• Non-fulfillment of commitments on time, made to shopkeepers.

• Incompetent salesman who do not give the schemes in the market regularly.

• Unavailability of various demanded flavors like Mountain Dew &

Mirinda Lemon.

• Not proper control over distribution network.

OPPURTUNITY

• May tie up or liaison with major showrooms, computer centers &

restaurant.

• Huge publicity of Lemon Miranda /Slice has created a lot of demand.

• Company has brand equity in the eyes of customers, so its new products can easily penetrates in the market.

• Untapped market.

THREAT

• Threat of competitors new brand entry in the market in near future.

• Restrictions made by Govt. agencies that soft drinks are harmful &

non-nutritive.

• Natural juice are now available whose price are less or same as soft drinks.

CONCLUSION

1. After visiting nearly 350 outlets I found that Pepsi & its Brands is not doing a good job in Sahibabad. It is clear that Pepsi (58%) has lagging Coke (38%) in the soft drink market in Sahibabad region. If we compare it with Signage or display material than Pepsi has an edge over coke.

2. At this time it is solely depends on the retailer which brand he offers to the consumer? Although the company has been unable to satisfy the retailers. The company must take immediate steps in order to resolve its disputes with these retailers.

3. It was also found that the schemes that are brought up in the market by Pepsi & Coke after every couple of day is not making any net effect on the sale of Cola, whereas one is cannibalizing others market only.

4. It was also seen that Pepsi brand is better sold than coke. But it is Thumsup, which is making the major difference in the market.

5. The sale in agewise section, it was found that 200ml is sold in all the age groups with same frequency but 300ml is sold mostly in 16 to 45yr. of age group where as CAN is sold in hi younger generation only. Finally 2lit. Are used only for family or party purpose.

6. It was also seen that Pepsi brand is lagging the Coke especially in Muslim dominated area, which makes a major difference in the market.

LIMITATIONS

• Findings are based on the views expressed by the consumers. So it may suffer from biased prejudices.

• Weather conditions were not favorable.

• Some of the respondents were not co-operative & many seem to be having no interest.

• The study has not been intended on a very large scale, have the possibility of errors, which cannot be ruled out.

• Time limitations.

• Area was specified.

• It is extremely difficult to persuade retailer to respond to questionnaire.

• The retailer knows us as people from Pepsi there by the responses could have been biased.

• I had lack of knowledge about the product of the local market.

• The company does not provide any financial assistance.

• The time allowed for the project was very short (8 weeks). It was impossible to study deeply in that short period.

• There was the staying place hearer to local market.

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RECOMMENDATIONS:-1. PEPSI, the choice of Generation next is not providing the first choice of young generation. A young generation wants something strong in cold drinks & thus prefers Thumsup. Pepsi should come out with some extra strong taste to catch up maximum young generation & to become exactly Generation Next drink.

2. Company should appoint competent & honest salesman so that they could provide schemes to the entire retailer’s & cover their full route.

3. It is often seen that some salesman do not intimate schemes to the retailer & few of the retailers complained about it. So there should be frequent visits of Customer Executives to their respective areas to keep the shopkeepers benefited with various schemes.

4. Delay in starting of supply vans from respective depot should be checked & a proper time register should be maintained.

5. Most of the retailers are complaining about non-fulfillment of commitments regarding their sampling. Company should make sure that the retailers get the sampling on time so that they are satisfied.

6. Most of the retailers are complaining about delay & no replacement of burst bottles. Marketing Management should sort some solutions to this major problem of replacing burst bottles.

7. Half filled bottles should also be checked at the time of issue of goods from the distributor’s godown to the respective routes.

8. Company should try to give some credit facility to the distributors so that they get motivated.

9. Credit facility for retailers should be provided.

10. Proper feedback system should be developed by ensuring regular visits & check randomly at the various outlets.

BIBLIOGRAPHY

WEBSITES:

• www.pepsi.com

• www.pepsico.com

• www.jaipuriagroup.com

• www.rkjworld.com

BOOKS:

• Marketing Management- Radha Swami/ Nam kumari

• Research Methodology-C.R.Kothari

• Principles of Marketing-P. Kotler & Armstrong

NEWS PAPERS:

• The Times Of India

• The Economics Times

• Hindustan Times

• Business Today (July edition)